Sales 2.0
JULY 25, 2016
Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. In 2013 CEB updated the research and found that the number shifted to 65%. Read the full post here.
Pointclear
OCTOBER 14, 2011
PointClear sponsored the October 11, 2011 breakfast featuring speakers from Intertek Group, Deltek, Hitachi Data Systems and OppenheimerFunds, Inc. Mobile will eclipse standard browsers by 2013. It's great to be home after a very productive trip to the Northeast.
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Jonathan Farrington
MARCH 16, 2013
The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.
Pointclear
MARCH 13, 2014
Dave Stein, ES Research Group, How Much Social Selling Should Sales Reps be Doing? Dave Stein, CEO and Founder of ES Research Group Inc. Click to start video at this point —Are you a sales rep in the high-tech industry? If so, you should probably be doing a lot of social selling. Ruth Stevens, Inbound Marketing is Tough to Scale.
Pointclear
OCTOBER 11, 2012
I am pleased to have as my guest today Carlos Hidalgo of the Annuitas Group. He talks about how buyers have more access to more information than ever before, adding, “The buyer has access to your customer base, to my customer base, to my client’s customer base online, through LinkedIn, through Quora, and through social groups.
Pointclear
SEPTEMBER 24, 2013
I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Carlos Hidalgo (Annuitas Group). "If I have written articles and blogs against BANT (as a lead qualifying criterion) for years. A couple of months ago I read a blog by Ardath Albee entitled “BANT is Bunk, BS and Irrelevant”. It is not the magic wand either.
Pointclear
SEPTEMBER 29, 2015
We find that many companies try to prospect too broadly and in his example a 500-bed for-profit hospital (most likely part of a hospital group) buys much differently than a Federal Government Hospital. Less than 50 beds. 50-250 beds. 250-500 beds. More than 500 beds. Jim’s approach is absolutely on target. Thanks, Jim! Great input, as always.
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